Transition as Opportunity: Prospect Research Innovation in Times of Change


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In August 2022, on the heels of our biggest fundraising year in history, Davidson College not only officially graduated our most famous alum, NBA MVP Stephen Curry (!), but also ushered in a new president. As the director of our research and prospect management office, I will share our strategy and specific preparations leading up to and during this transitional year, which we approached as an opportunity to innovate. Collaborating closely with advancement colleagues, our two-person research team: - finalized and socialized a new rating system, moving from dated campaign ratings to ICE ratings (Inclination, Capacity, Engagement); - streamlined and improved the principal prospect profile and briefing process, prepping our new president for 150+ prospect meetings his first six months on the job; - launched a new Constituent Bio Summary report highlighting top prospects and influencers for leadership at events, pulling in updated ratings, photos and brief internal bios; and - updated our analytics and incorporated them into our CRM to prep for pipeline building. I will share specific examples of our efforts above and share tips on how to innovate and manage through change while strategically providing maximum value to new leadership.

Ashley Neff

Director of Research and Prospect Management

Davidson College

I currently serve as Director of Research and Prospect Management at Davidson College, a small, highly selective liberal arts college just north of Davidson, NC. I have 16 years of full-time experience in higher ed and advancement (including research and prospect management; alumni engagement; nonprofit board fundraising, career development, and ed tech). 

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Transition as Opportunity: Prospect Research Innovation in Times of Change
Recorded 08/28/2023  |  60 minutes
Recorded 08/28/2023  |  60 minutes In August 2022, on the heels of our biggest fundraising year in history, Davidson College not only officially graduated our most famous alum, NBA MVP Stephen Curry (!), but also ushered in a new president. As the director of our research and prospect management office, I will share our strategy and specific preparations leading up to and during this transitional year, which we approached as an opportunity to innovate. Collaborating closely with advancement colleagues, our two-person research team: - finalized and socialized a new rating system, moving from dated campaign ratings to ICE ratings (Inclination, Capacity, Engagement); - streamlined and improved the principal prospect profile and briefing process, prepping our new president for 150+ prospect meetings his first six months on the job; - launched a new Constituent Bio Summary report highlighting top prospects and influencers for leadership at events, pulling in updated ratings, photos and brief internal bios; and - updated our analytics and incorporated them into our CRM to prep for pipeline building. I will share specific examples of our efforts above and share tips on how to innovate and manage through change while strategically providing maximum value to new leadership.
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